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Conversely, if they are 'away from' and I am 'towards' they might see me as missing the point if they are looking to resolve issues and problems. The personality of a salesperson Towards Away from Can set compelling goals Motivated by avoiding problems around desired outcomes and negative consequences Actions and milestones take you Can see possible pitfalls in ideas towards what you want rather and proposals and can look at than simply away from what how these can be avoided or you do not want overcome May not see some of the May be so motivated by potential pitfalls to avoid with problem avoidance that there is prospects not enough clarity about desired May be seen as too goal-oriented outcome by 'away from' prospects Can be seen as 'negative' by Strengths Warnings people with a 'towards' preference May lack clear and compelling career goals tip When you are setting sales and career goals for yourself, make sure they are expressed in 'towards' terms - what is it that you really want rather than what are you looking to avoid or not have?

If I could hit that quarter I would get a bonus and my sales manager kept reminding me of it and encouraging me to push for every sale I could. I went into one outlet where I had developed a good relationship with a customer 43 44 brilliant selling and3 with my sales manager's results-focused words in my mind, I managed to sell a significant amount of product for them to stock. I was happy. I had hit my quarterly number and made my bonus. Unfortunately, the customer could not sell the product and it was the last time they bought from me.

Beliefs are simply those things that we feel are true and they underpin our actions. They can support our sales performance or limit it. y — Michael Korda, US writer and novelist Think about this belief: believe in'. 'I can't sell something that I don't 21 22 brilliant selling How might this impact your performance for good or bad? The power of beliefs can be illustrated by the following example. brilliant example i Imagine being asked to cold call for the next two weeks. How would you feel? '.